外貿(mào)英語函電11課件

Unitone

EstablishingBusinessRelations

一、ImporterwritestoExporter

A．從某處得知某公司的名稱和地址tohave/know/obtain/note/learn/understand/getone’snameandaddressfrom

tooweone’snameandaddresstothrough/onthecourtesy(introduction)ofontherecommendationof

toberecommendedto……bytobeindebtedto……forone’snameandaddresstobeintroducedto……byOralExerciseYourcompanyisrecommendedtousbyourreliablefriend.WegetyournameandaddressfromlocalChamberofCommerce.WehaveyournameandaddressfromChinaCouncilforthePromotionofinternationaltrade.WeoweyournameandaddresstoABCCorp.,throughwhomwehavelearntyouareimportersoftextiles.WeunderstandyourinformationfromA.OnthecourtesyoftheAmericanBusinessGuideforChina,weobtainyourrelevantinformation.Welearn

fromNewYorkThomas.H.PennieCorp.thatyourcompanyproduceshand-madeglovesinavarietyofartificialleathers.YourcompanyisrecommendedtousbyCitizenCo.ofSingapore,withwhomwehavedonebusinessformanyyears.WritingExercise從同行中獲悉貴公司在費(fèi)城重新運(yùn)營，生意發(fā)展迅速。得聞喜訊，不勝歡欣。祝業(yè)務(wù)蒸蒸日上。ANSWER:WeunderstandfromourtradecontactsthatyourcompanyhasreestablishedinPhiladelphiaandisonceagaintradingsuccessfullyinyourregion.Wewouldliketoextendourcongratulationsandofferourbestwishesforyourcontinuedsuccess.B.和某公司建立貿(mào)易關(guān)系toestablish/conductbusinessrelationsamong/between/withtoenterintobusinessrelationsamong/between/withtobuiltup/setupawideconnectionamong/between/withtoextendconnectionsin

todobusinesswith

tomakeastartinthebusinesswithtoopenanaccountwith

tohaveanopportunitytocooperatewith

totradewithOralExerciseWemakeagoodstartinthebusinesswithyourcompany.Wearewillingtoestablishbusinessrelationswithyouonthebasisofequalityandmutualbenefit.WehavebuiltupawideconnectionamongbuyersintheAfricanmarket.Wetakethelibertyofwritingtoyouwithaviewtobuildingupconnectionswithyourfirm.Youareenjoyingthehighreputationascameraimporterandwearedesirousofenteringintobusinessrelationshipwithyou.WearespecializinginexportofChineseArt&CraftGoodsandexpressourdesiretotradewithyou.Beingcloselyconnectedwithreliablewholesalers,wecandobusinesswithyou.AsyouareoneoftheleadingimportersinCanada,wearepleasureincontactingyouinhopeofestablishingbusinessrelationship.WritingExercise例1：我們對貴方去年7月在首爾召開的中國經(jīng)濟(jì)貿(mào)易展覽會(huì)上展出的產(chǎn)品留有深刻的印象，并得知貴公司可出口此類產(chǎn)品。我方雙方合作非常有興趣。Answer:WearemuchimpressedbythecaptionedgoodsdisplayedattheChineseEconomicandTradeExhibitionheldinSeoullastJulyandwearetoldthatyouexporttheseproducts.Wearewritingtoyouwithakeendesiretohaveanopportunitytocooperatewithyou.例2：我們不得不遺憾地說，我們目前無法和貴公司建立貿(mào)易關(guān)系。我們已經(jīng)是農(nóng)產(chǎn)品公司在巴黎的獨(dú)家代理。Answer:Weregrettoinformyouthatwearenotinpositiontoenterintobusinessrelationwithyou.WehavebeenappointedtothesoleagentbyfarmproductscorporationinParisforthesaleoftheirproducts.C.表示屬于某一業(yè)務(wù)范圍tofallwithinthescopeofone’sbusinesstodealin/handle/tradein/engageintobein…linetobeactiveinthefieldoftospecializein

OralExerciseWehavebeeninthislinefor40years.Wemainlydealinartsandcrafts.Weareastate-operatedcorporationspecializinginlightindustrialgoods.WespecializeinexportingwatchesandclocksWeengageinimportoffirstcottonandrayongoodsWritingExercise我們從50年代開始一直從事化工染料的出口，我們經(jīng)營的產(chǎn)品以其質(zhì)優(yōu)和價(jià)廉在許多國家深受歡迎。Answer:Wehaveengagedinexportingchemicalsanddyestuffssincethe1950’s.Theproductswhichwehandlearewellreceivedinmanycountriesfortheirhighqualityandreasonableprice.D.Industrialadj.工業(yè)的、產(chǎn)業(yè)的、

與工業(yè)有關(guān)的、

與產(chǎn)業(yè)有關(guān)的【短語】勞工行動(dòng)industrialaction工業(yè)革命industrialrevolution【派】Industryn.工業(yè)，產(chǎn)業(yè)【短語】

基礎(chǔ)工業(yè)basicindustry

重工業(yè)heavyindustry

輕工業(yè)lightindustry

第一產(chǎn)業(yè)primaryindustry

第二產(chǎn)業(yè)secondaryindustry

第三產(chǎn)業(yè)serviceindustry

建筑業(yè)thebuildingindustry

汽車業(yè)thecarindustry

飛機(jī)制造業(yè)theaircraftindustry

食品加工業(yè)foodprocessingindustry

采礦業(yè)theminingindustry

石油業(yè)thepetroleumindustry

旅游業(yè)touristindustryE.pricen.價(jià)格、價(jià)錢【短語】

協(xié)定價(jià)格agreedprice

全部價(jià)格all-inprice

要價(jià)askingprice

廉價(jià)bargainprice

價(jià)目表pricelist

競爭價(jià)格competitiveprice

成本價(jià)格costprice

削價(jià)cutprice

打折價(jià)discountprice

出廠價(jià)factoryprice

現(xiàn)價(jià)currentprice

凈價(jià)netprice

零售價(jià)retailprice

零售價(jià)指數(shù)retailPriceIndex

批發(fā)價(jià)wholesaleprice

批發(fā)價(jià)指數(shù)

wholesalePriceIndex

價(jià)格戰(zhàn)pricewar

價(jià)格控制

pricecontrol

價(jià)格上限

priceceiling

進(jìn)口價(jià)importprice

出口價(jià)exportprice

最低價(jià)格minimum/lowestprice

公平價(jià)格fairprice

虧本價(jià)格wretchprice

吸引人的價(jià)格attractiveprice

平均價(jià)averageprice

價(jià)格波動(dòng)pricefluctuation

漲價(jià)toincrease/advance/raiseaprice

跌價(jià)toreduce/lower/lessen/bringdown/rebateaprice【案例】同行介紹建立業(yè)務(wù)關(guān)系敬啟者：

我們同CCPT公司成功合作多年，從該公司得知貴公司經(jīng)營各種紡織品材料的進(jìn)出口。

我們是英格蘭主要的羊毛毛衣制造商之一，并有意進(jìn)口羊毛毛衣。

如果能夠提供各種毛衣的細(xì)節(jié)和價(jià)格并附帶照片及規(guī)格，我們將不勝感激，我方將很高興探討貴方的銷售可能性。Answer:DearsirsWegettoknowyourcompanyfromCPPTcompanywithwhichwehavebeeningoodbusinessrelationsformanyyears,andthatyouarehandlingimportandexportof

alltextilematerials.WeareoneoftheprincipalmanufacturesofwoolsweaterinEngland,andareinterestedinimportingsweatersmadeofwool.Weshallbepleasedtoreceiveyourdetailsandpricesofvarioussweaterswithphotosandspecifications.weshallbegladtostudythesalespossibilityatyourend.

二、Self-introductionbyexporterA.自我介紹tointroduce/recommendoneselftosbastointroduce/recommendoneselftosbwith/inthehopethattosendsbtheintroductorylettertotakethelibertyofwritingtosbOralExerciseWeintroduceusasamanufacturerofcamerasandourproductareenjoyinghighreputationfortheirexcellentquality.Werecommendourselvestoyouasoneofthelargestcomputerofdevelopingsoftware.Weintroduceusasthesellerinprovidingawiderangeofofficeautomationdevices.Wesendyoutheintroductoryletter.Weareastateoperatedcorporationdealingintextileindustrialproducts.WritingExercise你公司是信譽(yù)卓著的照相機(jī)進(jìn)口商，我公司愿意與你公司建立業(yè)務(wù)關(guān)系。為此，我們寄去商品目錄和價(jià)格單，以向你公司毛遂自薦。Answer:Thehighreputation,whichyouareenjoyingascameraimporter,hasrenderedusdesirousofenteringintobusinessrelationshipwithyou.Accordingly,weintroduceourselvestoyoubysendingyouourcatalogsandpricelists.

B.表示高興的句型tobepleasedto/thattobedelightedto/thattobegladto/thattobe/take/havepleasureinit’sapleasuretoknowof/thatOralExerciseWearepleasedtoreceiveyourletterofNovember18,2010askingwhetherwecansupplyyouwithArt.NO.60.It’sapleasuretoknowofyourcontinuedinterestinourproducts.WearegladtoinformyouthatthegoodsorderedbyyouonApril28,havebeenshippedyesterday.C.表示感謝的句型

tothanksbforsthtobegratefultosbforsthtobeobligedtosbforsthtobeindebtedtosbforsthwould/shallappreciateitif

Itwould/will/should/shallbeappreciatedifOralExerciseThankyouforyourletterofJune5.Wethankyoufortheenquiryofcoppersheetforwhichwequoteyouasbelow,andhopetobefavoredwithyourorders.Weareindebtedtoyou,ifyouwouldletushaveanampleOrder.Weshallbeindebtedtoyou,ifyouwillmakeusaspecialofferonwalnutmeat.Weshallappreciatethatyousendusacopyofyourcatalogwithdetailsofyourpriceandtermsofpayment.WritingExercise

Answer:WeareurgenttoneedalargeamountofGumRosinaspertheenclosedspecifications,andshouldbegratefulifyoucouldnotifyuswhetheryouareabletosupply.Ifyoucan,pleasequoteyourbestpriceonCIFRotterdambasis,includingour5%commissionfrompromptshipment.D.catalog

n.目錄【短語】最新目錄thelatestcatalog材料目錄thematerialcatalog標(biāo)準(zhǔn)化零件目錄catalogforthestandardizedparts有插圖的目錄illustratedcatalog

[相關(guān)詞組]

價(jià)格表pricelist

產(chǎn)品手冊manual

小冊子pamphlet,booklet,brochure

單張說明書leaflet

折疊式印品folder

產(chǎn)品簡報(bào)bulletin

E.corporationn.大公司，股份制公司金融公司financecorporation公司稅corporationtax(CT)預(yù)付公司稅advancecorporationtax(ACT)主流公司稅mainstreamcorporationtax公司所得稅corporationincometax[派生]corporate

a.公司的

公司形象corporateimage

公司計(jì)劃corporateplanning

公司利潤corporateprofit

公司清算corporateliquidation

公司重組corporatereorganization【案例】參觀展位后要求建立業(yè)務(wù)聯(lián)系敬啟者：

在我方參加2008年廣州春季交易會(huì)期間參觀過你方的展位，得知你們生產(chǎn)復(fù)印機(jī)。

我方對高質(zhì)量的復(fù)印機(jī)需求量很大。我公司有意購買你方的產(chǎn)品，如果寄來產(chǎn)品說明書附詳細(xì)價(jià)格表，及最新價(jià)格單我方將不勝感激。

如大量訂貨，請告知能提供多少折扣以及其他優(yōu)惠條款。

盼早日回復(fù)。

貝爾進(jìn)口公司

采購部經(jīng)理Answer:DearSir,

WevisitedyourstallattheSpringGuangzhouFair2008andnoticedthatyoumanufacturephotocopyingmachineofhighquality.weareinterestedinyourproductsandwouldbegratefulifyouwouldsendusyourcatalogwithfullspecificationsandthelatestpricelist.Pleaseletusknowwhatdiscountyoucangiveusforsubstantialordersaswellassomeotherfavorableterms.Welookforwardtoreceivinganearlyreply.YoursincerelyBellImp.&Exp.Corp.

PurchasingManager三、Exporterwritestoimporter

(一)Exporter‘sself-introduction

A.

公司名稱的寫法

公司名不包含人名【短語】中國土畜進(jìn)出口公司ChinaNationalNativeproduce&AnimalBy-productsImp.&Exp.Corp.中國輕工業(yè)品進(jìn)出口公司

ChinaNationalLightIndustrialProductsImp.&Exp.Corp.中國紡織品進(jìn)出口公司ChinaNationalTextileImp.&Exp.Corp.中國服裝進(jìn)出口公ChinaNationalGarmentImp.&Exp.Corp.

中國電器進(jìn)出口公司

ChinaNationalElectricAppliancesImp.&Exp.Corp.

中國針織品進(jìn)出口公司ChinaNationalKnitwearandManufacturedGoodsImp.&Exp.Corp.中國化學(xué)進(jìn)出口公司ChinaNationalChemicalImp.&Exp.Corp.公司名含有人名，不含有頭銜公司名含有人名，含有頭銜B.表示對什么感興趣的句型n.某人對什么產(chǎn)生了興趣(a)totake/feel/show（no）(agreat)interestin(b)tobeofinteresttoV.(vp1.18)使某人對什么感興趣(c)tobeinterestedina.什么使某人產(chǎn)生了興趣(d)tobeinterestingtosbOralExerciseThecustomersshow

agreatinterestinournewproductrange.Shouldanyoftheitemsbeofinteresttoyou,pleaseletusknow,weshallbegladtogiveyouourlowestquotationsonreceiptofyourspecificenquires.Thebuyerisnointerestedinyouroffer.Weareinterestedinimportingchemicalsfromyou.Yourpriceisinterestingtous.WritingExercise我們多年來一直在進(jìn)口插管和面罩等醫(yī)用輸氧設(shè)備。目前，我們對各種呼吸系統(tǒng)疾病治療儀產(chǎn)品感興趣，很想得到你方的目錄和報(bào)價(jià)。Answer:

Wehavebeenimportersofoxygendeliverysystemsincludingcannulasandmasksformanyyears.Atpresent,weareinterestedinvariouskindsofrespiratorytherapyproductsandwouldappreciateyourcatalogandquotations

c.enclosev.(vp1,18)1.包圍2.裝某物于信封或包裹中【基本用法】：sbenclosesthsb1enclosesb2sth

enclosedpleasefindsthOralExerciseWeencloseacopyofourpricelist.PleaserefertothepricelistenclosedintheletterofAugust5.Enclosedpleasefindaninvoicefor500skinwhichweshippedtodayonboard“XianYang”.Enclosed

pleasefindonesetoftheshippingdocumentscoveringtheconsignment,whichcomprises:OurproformainvoiceNO.801for500dozenhandchiefswhichwehopeyouwillfindisenclosedinorder.Pleasecheck.WritingExercise現(xiàn)附上棉花價(jià)格單,你已了解棉花價(jià)格波動(dòng)頻繁,本報(bào)價(jià)有效期不超過一星期.Answer:Weencloseyouourpricelistforcottonandyouwillobservethatitisimpossibleforustokeepourquotationsopenforaweekowingtothefrequentfluctuationinthemarketprice.【案例】自薦信要求建立業(yè)務(wù)聯(lián)系敬啟者：

作為中國主要出口商之一，我方主要經(jīng)營瓷器。我公司歷史悠久、聲譽(yù)卓著。我們經(jīng)營中國瓷器的出口業(yè)務(wù)已超過30年。我們相信我們能使你方感到非常滿意。

為證實(shí)我方的經(jīng)營能力和財(cái)政資信，我方委托中國銀行上海分行為資信證明人。希望與貴方建立直接的貿(mào)易關(guān)系。

非常感謝貴方的早日回復(fù)。Answer:Dearsir，

AsoneoftheleadingexportersinChina，wespecializeinchinaware.Ourcorporationiswell–establishedandofalonghistory.WehaveengagedintheexportofChinesechinawareforoverthirtyyears.Weareconfidentthatwewillgiveyoufull.Tojustifyourbusinessabilitiesandfinancialstanding,wearepermittedtomentionthebankofChina,shanghaibranchasourreference.Wehopetosetupdirectbusinessrelationswithyou.Yourearlyreplywillbehighlyappreciated.

五、ManufacturerwritestoImporter

A.Inform

Vt.（vp1,12,14,16,18）

告知

【基本用法】to(bepleasedto),(regretto),(haveto)informsbthattoinformsbby(of)sthtokeepsbinformedofsthOralExercise:Inthemeanwhile,pleasekeepusinformedofdevelopmentofyourmarket.Weshallappreciateitifyoucaninformusof

yourexperienceswiththefirm.InreplytoyourletterofAugust18,weinformyouthatwehavereceivetheinformationyourequirefromBarclayBankofLondon.WritingExercise:關(guān)于我方第315號(hào)訂單執(zhí)行情況，現(xiàn)特通知你方，由于包裝馬虎，幾架照相機(jī)損壞程度很大，使我們只好削價(jià)處理。Answer:WiththereferencetoourorderNO.315executedbyyou,wehavetoinformyouthatowingtonegligentpacking,severalcamerasweredamagedtosuchanextentsothatwewerecompelledtodisposeofthematagreatlyreducedprice.B.product

N.[C]產(chǎn)品,產(chǎn)物【短語】

主要產(chǎn)品basicproduct

副產(chǎn)品by-product

最終產(chǎn)品endproduct;finalproduct;finishproduct產(chǎn)品廣告productadvertising產(chǎn)品分析productanalysis產(chǎn)品設(shè)計(jì)productdesign產(chǎn)品開發(fā)productdevelopment產(chǎn)品系列productrange產(chǎn)品管理productmanagement產(chǎn)品組合productmix國內(nèi)生產(chǎn)總值grossdomesticproduct【派1】productionn.[u]生產(chǎn)，制造[c]制造品【短語】分批生產(chǎn)batchproduction國內(nèi)生產(chǎn)domesticproduction大量生產(chǎn)massproduction生產(chǎn)率productionrate

生產(chǎn)成本productioncost

生產(chǎn)部門productiondepartment

生產(chǎn)流水線productionline

生產(chǎn)經(jīng)理productionmanager【派2】productive

a.可生產(chǎn)的【派3】productivity

n.生產(chǎn)能力，生產(chǎn)率【派4】produce

n.[u]農(nóng)產(chǎn)品v.(vp1,21)提出，制造C.acquaintv.(vp18)使某人知道，使某人熟知【基本用法】

toacquaintsbwithsthtoacquaintoneselfwithsth【派1】acquaintance

n.[u]知道[c]認(rèn)識(shí)的人D.itemn.[c]商品;項(xiàng)目【短語】收取現(xiàn)金的商品cashitem賬目中的特別項(xiàng)目extraordinaryitem賬目中的支出項(xiàng)目expenditureitem【相關(guān)短語】goods商品commodity商品，特別指原料,product產(chǎn)品consignment寄售貨物

E.表示滿意的句型

ｎ.[u]satisfaction

(a)It’sthesatisfactiontoknowthat(b)tobethesatisfactiontosba.satisfactory(c)tobesatisfactorytosbV.(vp1,12,18)satisfy(d)sthsatisfysb1(e)sb1satisfysb2that(f)sb1satisfysb2ofsth

OralExercise:Ourbusinessrelationshipwiththecompanyhashithertobeenmostsatisfactory.Theysatisfyusofin-timedelivery,moderateprice,andsuperiorquality.Wehopetheaboveissatisfactorytoyouandwillhelpyouinmakingadecision.WritingExercise:圣保羅股份有限公司以30萬英鎊的資本建立于1948年，他們的主要業(yè)務(wù)是經(jīng)營各種食品，主要和中國、日本、德國和英國進(jìn)行貿(mào)易。據(jù)說他們的供應(yīng)商對與他們的貿(mào)易一直是滿意的。Answer:St.Polo&Co.ltd.wasestablishedin1948withacapitalof300,000pounds.Theirchieflineisintheimportandexportofallkindsofgoods,tradingprincipallywithChina,Japan,GermanyandBritain.Theirsupplier‘sbusinesswiththemisreportedtohavebeensatisfactory.六、LetterReferringtotheBankReferenceA.表示希望對方提供資信狀況的句型Tosupply/provide/tell/givesba(an)(precise)(detailed)informationabout/regarding/concerningtoletsbhaveone’sfinancialstandingandmodelsbusinesswouldliketo/wishtoknowwhethersbistrustworthyandreliableineverywayOralExercise:Wearesorrythatwearenotabletoprovideyouthepreciseinformationyouask.Weareobligedifyouwilltellussomethingabouttheappraisementofthecompanyamongtheirneighboursandcustomers.Aswewanttoestablishbusinessrelationswiththiscompany,wewishtoexactlyknowhowist